Sales teams across the globe have historically used three primary tools to communicate with clients: phone calls, emails, and pitch meetings. It’s an approach that worked well back when businesses were leading the discussion, but today’s consumer has taken matters into their own hands.
People have moved on to doing their own research. They consult review sites for ratings, various publications for general overviews, and turn to social networks for expert validation. This means that by the time you get them in the room for that sales pitch, they’ve already formed a pretty solid opinion about your company and your offerings.
Adjusting processes in order to align with these changing behaviors is paramount. While efforts have certainly been made, our research with Heinz Marketing revealed the presentation as a major blind spot. It seems that people know this moment in time is a pivotal one, but haven’t yet figured out how best to improve it. Download the study below to review our findings, as well as learn what you can do to close the gaps in your own business.